Finding Sales Talent In Tight Markets

Derrick MoeNo Comments

The labor market is tight today as you assuredly know if you have been attempting to fill open sales positions.  The issue in sales runs deeper than that as you are typically attempting to find strong sales candidates.  “Attempting” is the key – many hiring managers are unsure of selecting the strongest salesperson.  How do you know they will be successful?  Are they the right candidate?  Can they sell?  Will they sell? The issue gets compounded by the fact that most sales leaders do not spend their days hiring salespeople.  In fact, most of them complete those activities on an infrequent schedule in the margins of their day as needed… Read More

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Revealing Resumes

Derrick Moe

We run a systematic hiring process for sales positions.  We have refined the process over the past 14 years and have it optimized (even though when we started we were writing newspaper employment ads!).  As part of any hiring process, you have to receive resumes of respondents to the ad.  This is where things are changing. A new trend I am seeing is resumes with copy and paste information from job descriptions, websites, etc.  What I mean is candidates do not take the time to write about their skills and experience in their current or previous roles.  They simply use web/marketing copy that they paste into their resume.  I have… Read More

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Resume Writing

Derrick Moe4 Comments

I am filtering through many resumes right now and having a wonderful time examining some of the unique stylings of candidates.  Some flavor: -One candidate listed his core competencies…TWENTY FOUR of them -Another stated this, “Subject Matter Expert in dilemma analysis.” -Another misspelled his name – his name Never ceases to amaze me when sourcing.

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Sourcing Stories

Derrick Moe1 Comment

I have been swamped with sourcing activities over the past couple weeks as we work on multiple projects.  I am definitely seeing an upclick in hiring activities which is normally preceded by increases in our assessment work.  We have seen a tremendous increase in assessments so I take that as a good sign. So a quick sourcing story for you – I’m on the phone with a gentleman and we are deep into the phone interview.  He interrupts me to say he needs to step away as his 5 year-old son has gone to the bathroom and the candidate needs to go “wipe his butt.”  He proceeds to set the… Read More

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Skills Pay The Bills

Derrick MoeNo Comments

I am slowly coming to the realization that many (most?) sales hiring managers are drawn to hiring experience like a moth is drawn to light.  I am seeing it play out again at one of our assessment customers.  The allure is to hire a salesperson with industry experience before properly assessing their sales skills. Here are some of the common statements I hear from these hiring managers: -They will pick up on our sale quickly -They know the competition -They know the nuances of our market -They know the competition -They will step in and start selling All of these beliefs stem from the hope that the hiring manager will… Read More

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Pandora’s Box Known As Facebook

Derrick MoeNo Comments

There has been much discussion about the use of social networking for candidate background checks.  I have always been in favor of allowing companies to search through anything posted online – it is in the public domain. However, this German law does provide a bit more detail: For example, employers will still be allowed to run a search on the Web on their applicants, de Maiziere said. Anything out in public is fair game, as are postings on networks specifically created for business contacts, such as LinkedIn. In contrast, it will be illegal to become a Facebook friend with an applicant in order to check out private details, he said,… Read More

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3 Years And A Cloud Of Dust

Derrick MoeNo Comments

My apologies for co-opting Woody Hayes’ saying, but I am from Ann Arbor and couldn’t stand the guy anyway.  I’m wondering what the Great Recession is going to do to resumes.  What I mean is this – many people have shortened tenures nowadays (especially Gen Y).  3 years is turning into a fairly good tenure for a worker. This recession has cost millions of people their jobs.  Some will have to start their work career over, essentially taking a “lesser” job and working their way up all over again.  In many instances, they will have to jump from job to job to keep moving up during their now condensed work… Read More

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Spam Sourcing

Derrick Moe1 Comment

How is this for a spam approach to applicants? You have been accepted for a high paying work from home job. Click the link below to get all the information: Click Here Sincerely, Hiring Manager p.s. Please claim your position today or it will be given to the next applicant. The “p.s.” line is fantastic.

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